Here are ten mistakes you can make that will cost your deal.
Taking Shortcuts: Anything that you believe leads to a faster deal leads to a no deal. You can’t rush your buyer through the process because you are in a hurry or because you are…
A sales opportunity is a labyrinth. It’s a series of decisions that you have to make. Some of the decisions you make move you closer to your goal. Other decisions lead you to a dead end.
Some of the labyrinths seem to look the same. It can feel…
“This client could be huge! If they win the contract they’re competing for, they would need to spend a massive amount of money on what we sell! They’re perfect for us!”
Have you ever caught yourself saying something that sounds like that when…
Some opportunities are really zombies. From a distance, they look like they are living, breathing opportunities. But as you get closer, you discover that they aren’t really opportunities at all. They're already dead.
When you lose an opportunity, you lose it to another salesperson. That hurts. More often than not, what allowed another salesperson to win the opportunity was something that you did—or didn’t do—that caused you to beat yourself.
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